The other day someone asked me what the goal of a sales call should be. And it got me thinking about baseball.
Even if you’re not a baseball fan, stick with me here. I’m talking about how to implement your sales game plan to gear up for a long, successful season.
Actually, I’m more of a football [...]

This question was posted on LinkedIn today in a sales professionals group:
“I don’t know about the rest of you but I have decided to stop boring my prospects and wasting their time. Before my next sales call I will have at least 12 reserve question topics to use when the prospect gets silent. What I am [...]

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Q: What should I include in a great Sales Toolkit?
I am targeting my sales team and am looking for must haves in order for these people to gain the confidence to sell these products.

Interesting question.I’m breaking this down to “Must-have’s in order to gain confidence to sell product”:
1. Expert knowledge of the product’s benefits and how it [...]

Q: What should I include in a great Sales Toolkit?
I am targeting my sales team and am looking for must haves in order for these people to gain the confidence to sell these products.

Interesting question.I’m breaking this down to “Must-have’s in order to gain confidence to sell product”:
1. Expert knowledge of the product’s benefits and how it [...]

Great question.  It all really depends on what you want to call “successful”.  Sales and marketing is about relationship building, and the timeframe for that process can vary widely.  So having realistic expectations and clear objectives from an elevator pitch is very important.
Crafting a successful pitch focuses on giving brief and specific information that creates [...]

I wanted to share these three sales tips from an answer I posted on LinkedIn:
1. Don’t just “sell a product or service” but become a trusted advisor that provides solutions and can be relied on to help when needed.
2. Listen 80% of the time to the prospect or customer to determine their stated needs and [...]